If you are seeking more meaning, satisfaction, and joy from your work as an advancement professional, addressing these 3 questions will be helpful: 1. Do I believe people to be more generous or more stingy? This question, which focuses on your deeply-held beliefs around the basic social DNA of people, will fundamentally shape the enjoyment…
Author: Jason McNeal
I provide leadership, advancement and fundraising consulting services to educational, healthcare, and non-profit organizations.
It Didn’t Work
“It didn’t work, so we aren’t planning to do it again.” I’ve heard this statement from advancement professionals after phonathons, direct mail solicitations, donor surveys, and even, social media-focused giving days. But, when probing just a bit further, there are almost always two separate misunderstandings that are driving this statement. First, there usually is low…
What The Donor Wants
The practice of donor-centrism has morphed into a wholly-disconnected concept from its original intent. Gone is the admonition that donors and philanthropy should be embraced and celebrated as an important thread making up the fabric of an institution’s culture – that institutions should actually care about donors. In it’s place is the widespread misunderstanding that…
Productive Patience
In the “we need more gift income yesterday,” reality of many institutions, the concept of practicing patience with donors can feel antithetical. There is no time for patience. The money is needed now. In these pressurized settings, the message is clear, “cultivate donors quickly and ask soon.” But there is a lot to be said…
The Intelligent Donor. . .
. . . seeks to learn more about your institution’s strategic plan. . . . asks if a 5-year pledge schedule is acceptable. . . . expects to sign a pledge document or gift agreement. . . . asks how many other donors are giving at the level they are. . . . asks how…
Confusing Brand With Effectiveness
You may work at a prestigious and nationally (or even internationally) known educational, healthcare, or social service nonprofit. Or, you may work at a local, small organization without a lot of general brand recognition. Neither of those settings help predict the effectiveness or sophistication of your advancement program. Institutions with strong brand recognition, larger teams…
The Test Invitation
Scenario: A major gift officer has set up a Discovery visit with a prospective major gift donor. This prospect either has never given to your institution or she has given infrequently and modestly to annual appeals or giving days (i.e. all gifts well under $1,000). During the Discovery visit, the gift officer realizes that the…
Increased Goals
Your Board wants you to raise more money. Your boss wants more unrestricted gift income. Your annual plan calls for an increase in new donors. Name the area of focus. Name the goal. It most likely involves an increase. It’s not uncommon for advancement professionals push back on those increased goals. “How can we do more?” …
Motivating Generosity
Over the last decade, the Giving USA Foundation reports that total charitable giving in the U.S. rose by 58% ($298.42 billion was given back in 2011 and $471.44 billion was given in 2020). Over that same period, giving specifically in support of the environment, animals, and conservation efforts increased by an impressive 107% (from…
Identifying The Purpose
What is this event designed to accomplish for our institution? Why is this meeting being called? What are we attempting to achieve with our Giving Day? What is the outcome we are seeking with this donor visit? What message are wanting this edition of our magazine to deliver? What narrative about our progress do we…